Purpose – This article aims to position current sales research in relation to what academics perceive as important future research areas for sales theory and practice. It makes the argument that after a 20‐year period of rapid growth and almost a decade of a transition phase, sales research...

Purpose – This study aims to develop and test a model of relationship selling management. It seeks to examine the impact of leadership quality and relationship selling, as antecedents of salespeople's relational behaviours, on sales effectiveness. Design/methodology/approach – Starting from...